General Category > General Questions

How do you handle consults?

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tallmanusa:
If you give out free consults, that is what you would be doing, driving around and would have to panhandle for the gas money.
You must "qualify" the prospects before meeting them. Are they interested in outsourcing the billing? Are they willing to pay for the consult? What is it they are looking for?
Every business qualifies prospects, otherwise they would go out of business.

Christy:

--- Quote ---Every business qualifies prospects, otherwise they would go out of business.
--- End quote ---


I agree with a lot of what you are saying, but not this. I am a very small operation and my clients are also small, sole proprietors for the most part. Almost all of my business is generated by word of mouth/referral, so the more people I meet, the more business I will generate.

I have met with lots of insurance agents wanting me to use them for my business ins, and they were more than willing to make long drives to see me. And I got a free education about business ins to boot!

So every business is very different regarding how they consult with business prospects..

DMK:
You might start with a "menu" of what your free consult consists of, then have a menu of your paid consult services.  And yes, deducting or discounting your paid consult fee, when they hire you, is great incentive.  It shows your information has value for them, and their business has value for you.  Best of luck!

PMRNC:
I agree with the others. Indeed consult with a potential client for free. Maybe in your materials or an email in confirming the consult you can list what is included.

Tip:   DO not teach any provider to do their own billing  ??? ::)  Instead you give them the benefits of outsourcing to you. They won't find another company to come in and teach them anyway.

Christy:
thanks for the encouragement, DMK!!!

[quoteTip:   DO not teach any provider to do their own billing  ??? ::)  Instead you give them the benefits of outsourcing to you. They won't find another company to come in and teach them anyway.][/quote]

Linda- why not?  My whole marketing strategy is flexibility I am SO not the salesperson type- I have taught billing to groups of alternative healing providers and generated business from it. When the provider meets me, s/he will learn the benefits of outsourcing, but some new providers just can't afford it. So they can pay me to learn and happily refer me to others. I live in a small town and my name is really starting to get out there..

and like you, I don't want to be a "biller" forever- my goal is to eventually do all consulting- so this is getting my feet wet as well  ;D


and EXACTLY- they WON"T find another company to come in and teach them  ;)

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